Transform Your Sales Team With Expert Coaching, Training and Consulting

You’re a maverick looking for new ways to disrupt the marketplace and give your team an unfair advantage to win more profitable deals. You’ve tried typical sales training that wasted your team’s time and had no impact on your profit margins, but you know there has to be something better out there.

I provide comprehensive, formal, B2B sales training, coaching and consulting services for ambitious business owners, sales managers and sales professionals across a wide range of industries who want an edge.

You’ll learn new concepts and skills, and pick up essential B2B strategies and mindsets that drive sales. The training is intensive and challenging. You’ll use role play and other interactive strategies that encourage faster learning. By adopting my NO BS Sales system, your team will outperform your competitors, make more money and have more fun doing it.

Let’s have a No BS Conversation.

Typical Sales Training Doesn’t Work

Have you had sales training that focused on features and benefits of your products and services, but not on how to sell them to other people? Or maybe you and your team attended a motivational sales event that you left fired up and with a book from the speaker, but once you were back in the field, nothing stuck.

I don’t do it that way.

How Is Our B2B Sales Training Different?

By focusing on the psychology of sales, I teach behavioral change and actionable steps that help my clients grow their business.

This doesn’t happen in a day. Or even a week.

Long-term incremental sales training helps salespeople gradually improve their skills and behaviors over time, so they can make meaningful changes that stick. Instead of trying to make big shifts all at once, my approach emphasizes steady, manageable progress.

My No BS Sales system focuses on four things in training: Assessment, Action, Attitude and Approach.

Sales Team Assessment

We begin by benchmarking your team's skills and mindsets. We use behavioral assessments (not personality tests) to identify strengths and weaknesses of each sales team member and the team as a whole. The results of these assessments determine the best path for personalized coaching and training for the individual and collective needs of your team. 

Actions

Our training will help you identify the steps necessary to grow your business. You’ll create strong personal goals and a step-by-step plan of action to achieve them.

Attitude

Your beliefs about yourself, your company and your marketplace are critical. In our training, you will uncover the excuses you may not even realize you’ve been making and the false assumptions that are holding you back. Training will allow you to take ownership of your situation and eliminate the head trash that’s been keeping you from being your best self.

Approach

This is what most people see as the sexy part. It’s the strategy, systems and tactics that will differentiate you from your competitors. While many are looking for a simple hack like: “Just give me some killer lines so I can close this deal,” it’s not that easy. Approach is useless if you’re not doing the actions it takes to build a strong pipeline and aren’t mentally prepared to implement the strategies and tactics I teach.

What does No BS Coaching Involve?

Coaching is fundamental to improving sales results. If you’re like most managers/sales leaders, you don’t have the time or the tools to do it well.

I’ll do it for you.

I'll meet with your salespeople individually on an as-needed basis. I'll coach and mentor them to navigate complicated sales situations and to grow their skills. My clients say it helps their self-awareness, confidence and communication skills.

Still not convinced?

What Kind of Sales Consulting Do You Do?

Sometimes there are things that you need to address outside of traditional sales training and coaching. Things like business strategy, compensation plans, hiring, or opening new markets. Other times, I’m asked to sit on company boards to help with strategic growth initiatives or longer-term planning.

My clients tell me that it’s valuable to have a perspective from outside of their business and industry. They like that I’m not afraid to challenge their beliefs and that I have experience with hiring, sales strategy and sales management.

Check out my free mini-course, the 7 common sales mistakes that cost you time and money. You’ll learn how to stop making expensive mistakes that are holding you back.

Industries We Dominate With B2B Sales Solutions That Deliver

I’m highly selective about who I take on as a client.  While my solutions are not the right fit for everyone, more than 200 sales teams across roughly 100 different business sectors have trusted me to help them gain an unfair advantage in the marketplace. Clients tell me they see at least  a 5X return on their investment in my services.

Here are just a few industries I’ve had deep experience with training and coaching:

Financial Services
Commercial Insurance
Wholesale Insurance
Wealth Management
Alternative Investments

Real Estate
Commercial Real Estate
Leasing
Brokerage
Development
Home Remodeling

Wholesale/Distribution Sales
Communications Equipment
HVAC Equipment
Building Supplies
Concrete Structures

SAAS
Enterprise-Level Software

Commercial Construction
HVAC and service contracts
Roofing
Alternative/Green energy
Engineering
Raw materials

Industrial Sales
Steam systems
Cutting Tools
Plumbing
Environmental Services

Logistics Sales
LTL
Warehousing

Material Handling
Lift Trucks
Racking
Robotics

Professional Services
Attorneys
Bankers
CPAs
Engineers
Architects
Business Consulting
Marketing/Advertising
Lobbyists

Want to learn more about my sales philosophy for free? Check out the No BS Sales School Podcast . Short form (5-12 minutes per episode), no guests -- just me sharing my ideas about sales strategy, sales mindsets and tactics. Over 400 episodes and over 100 Five-Star reviews.

No BS Sales: Close More Deals, Faster!

When you engage in sales coaching, training or consulting with me, you can expect to:

●      Quickly disqualify deals that aren’t the right fit.

●      Close the right deals at higher margins than all of your competitors.

●      Shorten your sales cycles dramatically.

●      Quickly build healthy business relationships with your prospects and customers.

●      Use your leverage to negotiate better deals.

Unlike outdated B2B sales systems that are clunky and ineffective, my No BS Sales System is straightforward and focused on targeted results.

With my guidance, you can lead sales teams more effectively by:

●      Understanding the hidden weaknesses and skills gaps of your team.

●      Having them create personal goals that are compelling and motivating.

●      Upgrading your team's skills with training and coaching.

●      Establishing an effective hiring process to get better talent and reduce turnover.

●      Establishing a common language for easier coaching.

●      Making better revenue projections by ridding your pipeline of deals that aren’t going to close.

●      Building healthy business relationships with customers and prospects quickly.

●      Gaining trust with prospects faster.

Ready to stop chasing prospects who ghost you? Tired of doing free consulting for prospects who end up not doing business with you? Learn to close deals faster, improve your margins and build a badass sales team. Set up a time and let’s talk.

B2B Sales Frequently Asked Questions (FAQs)

  • A: Consultative sales is prospect-focused and aligns the interests of the seller and prospect. The seller seeks to have a deep understanding of the prospect’s issues and priorities before presenting options. This is accomplished by asking questions and listening intently to diagnose the prospect’s needs, then recommending a tailored solution. This methodology fosters deep trust and posits the seller as a trusted advisor.

    Traditional sales, on the other hand, is focused on educating the prospect about the seller’s service or product and convincing the prospect that they need it. This methodology often puts the seller’s and prospect’s interests at odds with each other and hinders building a trusting relationship. [1] 

    At No BS Sales School, we train and coach our clients to excel in consultative sales.

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  • A: Sales training is teaching sales strategies, mindsets and tactics, typically in a group setting. In the No BS Sales School training, I teach actionable steps of the No BS Selling System, tailored to your industry and niche. To speed up adoption, I make the training interactive by using case studies and role play.

    Sales coaching, on the other hand, involves providing individual feedback, training and support to help you reach your sales goals, overcome challenges and grow as a professional. Coaching sessions can involve anything from bigger picture strategy advice to specific advice on how to handle a difficult situation or sale.

  • A: We'll figure this out together during our initial conversations. If you’re struggling with issues like:

    ➤     Inconsistent sales results

    ➤    Stalled or sliding revenues

    ➤    Deals that keep pushing out to the next month or quarter

    ➤    High turnover in your sales team

    ➤    Lots of proposals out, but not enough new business coming in

    ➤    Getting the low hanging fruit, but not closing ones that significantly grow revenues and boost the bottom line

    ➤     Not sure if you have the right people selling

    ➤    Margins getting compressed

    ➤    Not sure how to motivate your underperforming sales team

    Then we should have a conversation over Zoom or the phone. The call doesn’t obligate you to hire me, or me to take you as a client, but even those that we end up not working with tell me the conversation brought clarity to their situation.

  • A: We’ll discuss your situation and establish goals and objectives in our first meeting. We’ll measure success based on your specific objectives. For some clients, this is increased revenue; others want a larger average deal size; still others measure it by average margin or number of units sold. No matter the metric, most clients report a minimum of a 5x return on their investment after one year.

  • A: Yes. Most of my training and coaching is conducted online to accommodate clients across the country and around the world.

  • A: It varies. I offer different levels that allow for varying coaching intervals, with training often taking place 2-4 times per month.

  • A:  My clients say we’ve helped them take the guesswork out of hiring by implementing a system that attracts the right candidates, filters out the ones that aren’t the right fit, and builds a solid bench for future growth.

  • A: Absolutely. Prospecting is the lifeline of most businesses. Being an effective prospector means having proper skills, strategies for effective time management, and accountability for prospecting behavior.